+ IT S SALESFORCE S WORLD & WE RE JUST LIVING IN IT

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2 + IT S SALESFORCE S WORLD & WE RE JUST LIVING IN IT Seriously. Just think about how businesses your company, our company depend on the most popular, cloud-based CRM in the B2B industry. Salesforce is the foundation upon which data-driven sales teams are built. There s a reason why Sales Operations practitioners often preach: If it s not in Salesforce, it doesn t exist. Salesforce is the single source of truth for businesses to manage all of their precious data. But Salesforce also can present some challenges for users. In fact, one gap in the CRM s architecture can be particularly difficult to navigate. There is no natural connection between leads (people) and accounts (companies). That artificial boundary between leads and accounts in the Salesforce database makes it a challenge to connect all of the dots in complex sales cycles. In fact, it s likely hurting your bottom line and you might not even know it. That s because delegating manual tasks like assigning leads to busy sales reps is a recipe for costly errors. 2

3 This is a problem every business faces especially ones adopting account-based strategies. How can you truly be accountbased if you don t know what leads match into accounts? Sales and marketing teams need 360-degree visibility into all of the activities within high-value, target accounts. Fortunately, there is a better way to manage leads and help your business extract even more value from Salesforce. LeanData s fuzzy matching algorithm and first-of-its-kind routing Flow Builder interface gives organizations the ability to automate their entire lead management process. With matched data, sales reps aren t bogged down with tedious tasks and marketers can prove the effectiveness of their campaigns with accurate reporting. And because LeanData is a member of the Salesforce AppExchange, data is managed entirely within the CRM s safe and secure ecosystem. COST OF THE LEAD-ACCOUNT DISCONNECT? LEADS get lost in the database LEADS are linked to the wrong accounts LEADS are followed up by multiple reps 3

4 + HOW LEANDATA HELPS BUSINESSES GET THE MOST FROM SALESFORCE MATCHING ROUTING ATTRIBUTION 4

5 MATCHING CHALLENGE SOLUTION BENEFITS Account-based sales and marketing strategies are all the rage. But you can t do Account-Based Marketing, Account-Based Sales Development or Account-Based Anything if you don t know what leads match into accounts. But Salesforce assignment rules make that incredibly difficult. LeanData s algorithm overcomes the gap in Salesforce by creating a bridge between leads and the corresponding contacts and accounts. It looks beneath the surface and creates a match based on multiple fields in Salesforce. Even leads with s domains such as Gmail and Yahoo, or different company name variations, can be matched. Fuzzy matching reveals unseen relationships within an organization s Salesforce database. Lead-to-account matching is only the start of the functionality available because LeanData s high-fidelity matches enable organizations to get really creative. MATCHING SALESFORCE OBJECTS CUSTOMIZABLE TIEBREAKERS DUPLICATE MERGING 5

6 ROUTING CHALLENGE SOLUTION BENEFITS Marketing invests heavily in Demand Generation efforts. But all too often those valuable leads don t end up in the hands of the correct sales team member. That's a waste of time, money and effort. Out-of-the box Salesforce assignment rules consist of unwieldy if-then statements that grow even more cumbersome as organizations scale. But LeanData s visual, drag-and-drop interface gives businesses the ability to construct lead flows in an intuitive manner. Easily make changes, in real-time, as business needs evolve. Leads never fall through the cracks or gather dust in default queues. They all are routed based on rules you design. Net-new leads go to the front-line Sales Development Reps. Leads matching to open opportunities go to the owners handling those accounts. Existing customers go to the Customer Success team. No lead is ever left behind. LEANDATA BRINGS TO LIFE EVEN THE MOST COMPLICATED LEAD FLOWS THAT YOUR SALES TEAM CAN ENVISION. SPEED & CONTEXT CUSTOMIZABLE ROUND ROBINS AUTOMATIC CONVERSION ELIMINATE JUNK LEADS REAL-TIME METRICS CONTACT ROUTING PEACE OF MIND 6

7 ATTRIBUTION CHALLENGE SOLUTION BENEFITS Proving impact is a constant source of frustration for marketers. Research firm SiriusDecisions has determined that only 48 percent of B2B marketing organizations regularly measure marketing influenced pipeline. Part of the reason is that divide between leads and accounts makes it nearly impossible to accurately report campaign influence. LeanData s Marketing Touch object creates a link between previously unconnected objects within Salesforce. This ability to tie together all campaign members (including relevant leads and contacts) to opportunities allows marketers to show they are maximizing the value of every dollar spent on Demand Generation. A customizable campaign influence wizard gives businesses the flexibility to crunch data in ways that make the most sense for them. SOPHISTICATED WEIGHTING MAP ENTIRE BUYER S JOURNEY INCLUDE ONLY WHAT S RELEVANT IDENTIFY WHAT S WORKING IDENTIFY WHAT S NOT WORKING 7

8 - PERILS OF BUILDING IT YOURSELF ANY HACK WILL REQUIRE DIVERTS DEVELOPER REVENUE GENERATION KNOWLEDGE LEAVES WHEN CONSTANT MAINTENANCE TALENT AWAY FROM PROCESS IS RELEGATED DEVELOPER RESOURCE AND RESOURCES OTHER PROJECTS TO A WORKAROUND LEAVES THE COMPANY 8

9 + MAKING SALESFORCE EVEN BETTER Your business depends on Salesforce. Get the most from your investment. Maximize the full value of every lead. CONNECT THE DOTS AND CRAFT MORE PERSONALIZED EXPERIENCES FOR PROSPECTS AND CUSTOMERS. That s the magic of matching leads to accounts, routing them to the right rep and enabling marketers to accurately report on their campaigns. You can bring order to the chaotic world of CRM data. If your sales and marketing teams can dream it, you can build it with LeanData. 9

10 ABOUT LEANDATA POWERING TODAY'S FASTEST-GROWING COMPANIES LeanData s best-in-class solution simplifies the complexity of the B2B sales process through intelligent lead management. LeanData makes revenue-generation teams more successful by matching leads to accounts and then automatically routing them to the right rep, every time. More than 250 businesses such as Nutanix, Palo Alto Networks, Marketo and Cloudera use LeanData to maximize marketing ROI and close more deals. Request Demo LARS NILSSON Vice President of Global Inside Sales at Cloudera RAVE REVIEWS LeanData is one of the biggest developments in CRM in the last 20 years by breaking down the barrier between the lead object and the account object in Salesforce. MIKE MANHEIMER Senior Director of Marketing at Gainsight I can t imagine a world where we wouldn t have LeanData routing for us. Named one of 16 favorite Apps on the Salesforce AppExchange 10

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